The use of CRM
is often a sales rep’s least prioritized activity. Your sales reps may be
putting their sales reporting off until the end of the week or until they have
free time, while your sales manager struggles to find the data they need to
make decisions.
The CRM outlook
is improving, however, with the introduction of mobile apps. Sales reps are no
longer required to spend tedious hours updating sales reporting fields on a
computer, but instead can quickly enter information in the minutes following a
sales meeting.
Getting your sales team to utilize the tools in a mobile CRM tool is critical. Here are some ways to make
sure your investment is resulting in growth for your sales team:
Get your sales team
involved in defining the objectives for a CRM
tool. Many sales management teams make the mistake of choosing a CRM tool and then trying to make it meet their
needs. Instead, talk with your sales team about what tools are most needed and
then choose a system based on your priorities.
Keep your sales team
involved. Your CRM outlook is
improved when your sales team has buy-in on the CRM
app you use. Sales teams should be involved for design, training and
implementation to make sure that they feel like they have had an active role in
choosing the tool.
Prioritize the
usability of the CRM app you
choose. Every function in your CRM
should be completed within three clicks. You should choose only the fields that
you use in reporting and forecasting and leave the rest out of your sales
reporting process. Views can be customized for each sales rep, but be sure to
clean up the areas that are only used in your finance department, for example.
Keep making
adjustments. You will want to continually improve the measures that you use
for sales reporting and improve the process for your sales reps. You may want to
turn features on and off for reporting to see how your sales process is
affected by various activities.
Make sure your CRM tools are benefiting your sales reps. Train
your sales reps in how to maximize the benefits of your CRM ,
and talk with them about which features they most use. They may have complaints
about certain features that can be related to your software company for
improvements.
If your company is considering the ways that mobile CRM apps can launch your sales growth, give Front Row Solutions a call. We
can customize the features and sales reporting tools in our CRM to help you refine your sales process and help
your sales reps grow their territories.
